IDEAS home Printed from https://ideas.repec.org/a/sae/entthe/v10y1986i4p49-60.html
   My bibliography  Save this article

Improving Sales Performance in a Family-Owned Business

Author

Listed:
  • Jo Ann Verdin

Abstract

Feedback and goal-setting may be one approach to increasing productivity in small, family-owned businesses. Theory and previous research relating the difficulty and accuracy of goals to performance level were used to develop a conceptual framework and research hypotheses. A sample of retail sales employees in a small chain of family owned shoe stores was used to study the relationship between daily versus weekly performance feedback and the difficulty and accuracy of self-set goals. Individual sales performance feedback was posted several times a day in one group of stores, while in a second group performance information was posted only once per week. Increased frequency of feedback resulted in more difficult and accurate goals being set by individual sales personnel. Difficulty and accuracy of self-set goals, as well as a relatively high store sales volume, were found to be good predictors of increased individual sales performance. A greater number of nonsales duties and low store sales volume were inversely related to performance.

Suggested Citation

  • Jo Ann Verdin, 1986. "Improving Sales Performance in a Family-Owned Business," Entrepreneurship Theory and Practice, , vol. 10(4), pages 49-60, April.
    • Handle: RePEc:sae:entthe:v:10:y:1986:i:4:p:49-60
    DOI: 10.1177/104225878601000405
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/104225878601000405
    Download Restriction: no
    File URL: https://libkey.io/10.1177/104225878601000405?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Matthews, Russell S. & Chalmers, Dominic M. & Fraser, Simon S., 2018. "The intersection of entrepreneurship and selling: An interdisciplinary review, framework, and future research agenda," Journal of Business Venturing, Elsevier, vol. 33(6), pages 691-719.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:entthe:v:10:y:1986:i:4:p:49-60. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.